Director of Sales

JOB SUMMARY

The Director of Sales is responsible for achieving annual sales, gross profit and net income objectives. This individual directly supervises the outside sales team and provides coaching and performance feedback to improve selling skills, order closure rates and sales productivity. As a key member of the management team, participates in the development and implementation of strategic initiatives, annual territory plans, product line strategies, marketing initiatives and sales compensation plans.

ESSENTIAL FUNCTIONS

• Achieve annual regional sales, gross profit and sales income objectives.

• Provide leadership and direction for the product sales team. Coach, develop and mentor direct reports. Assist with identifying and prioritizing target accounts, developing account penetration strategies, identifying product line opportunities, identifying training required, and closing orders.

• Participate on the management team. Assist in the development and implementation of strategic plans, annual business plans, product line strategies, marketing initiatives and sales compensation plans

• Manage sales people and account assignments to increase sales productivity and generate annual sales growth.

• Prepare and conduct timely annual performance appraisals of direct reports. Promote Cross corporate values and culture by setting clear expectations, providing frequent performance feedback, and resolving conflicts and performance problems quickly.

• Regular travel with the sales team in their territories to make joint sales calls and provide consistent mentoring and feedback.

• Interface directly with suppliers to develop target account lists, regional marketing plans, necessary training and joint calling plans.

• Provide monthly rolling forecasts for projected sales and bookings

ADDITIONAL RESPONSIBILITIES

A. Sales

• Recruit, hire and develop sales associates.

• Actively manage the sales funnel to ensure sufficient opportunities to achieve annual sales budget and annual sales growth.

• Provide focus, direction and training to achieve annual gross margin improvement.

• Communicate the status of sales opportunities, supplier issues, account issues, personnel issues, competitive issues, market issues, and other important information to the Group President on a regular basis.

• Provide forecasts and account information to suppliers and Group President as required.

• Identify synergistic opportunities for other Cross groups at targeted accounts and assisting in the sales process is required.

B. Marketing

• Actively seek new business opportunities in target markets.

• Assist in obtaining market research information (competitive information, industry trends, acquisition targets, compatible new products, etc.) when requested by marketing or Group President.

C. Administrative

• Understand and comply with all Cross Company policies and procedures as outlined in the Cross Company Employee Handbook.

• Responsible for ensuring all direct reports also understand and comply.

• Prepare and submit on a timely basis expenses reports, sales reports, forecasts, and other information requested.

• Coordinate regular sales review meetings with the sales team. This meeting shall include pipeline review of each territory. The highlights of the review meeting will be shared with the Group President on a regular basis.

• Prepare and conduct annual Performance Appraisal Reviews (PAR's) for direct reports.

POSITION SPECIFICATION

A. Education and Experience

• Minimum of 7 years proven successful outside sales experience in automation or process-related markets and applications.

• Recognized as a top performing sales professional and possessing fundamental

understanding of business principles and accounting knowledge (e.g. income statements, balance sheets, etc.).

• Minimum of 3 years of sales supervision experience.

• Bachelor’s degree required.

B. Specific Attributes

• Top sales professional - proven success in new account development

• Excellent written and verbal communication skills

• Team player

• Good negotiation skills

• Integrates new information quickly

• Shares appropriate information freely

• Maintains confidentiality

• Willing to travel at least 50%